By: Denny Chapman Jr. Over the next couple of weeks, we are going to tackle the challenge of underperforming strategic accounts and dig into 5 proven strategic account management best practices to help determine what may be at the root of the problem. The 5 strategic account management best practices we are going to cover […]

Comments: Comments Off on The Chapman Group to Sponsor and Speak to Over 500 Sales Leaders at SAMA’s 2013 Annual Conference

The Chapman Group to Sponsor and Speak to Over 500 Sales Leaders at SAMA’s 2013 Annual Conference

The Strategic Account Management Association (SAMA) 2013 Annual Conference and University will be attended by over 500 strategic account managers and executives from around the globe. This year’s conference and university will be held in Hollywood, Florida and runs from Monday May 20th through Thursday May 23rd. The 2013 conference theme – ‘Bringing Mutual Measured Strategic […]

Comments: Comments Off on The Chapman Group President to Speak at SAMA’s Pan-European Conference in Berlin, March 10-12

The Chapman Group President to Speak at SAMA’s Pan-European Conference in Berlin, March 10-12

Dennis Chapman, President and Founder of The Chapman Group, will be presenting at SAMA’s Pan-European Conference and leading course instruction at the SAMA Academy for their most popular and highly-rated Certified Strategic Account Manager (CSAM) Program, both taking place this year in Berlin, Germany. This years’ Pan-European conference, which takes place March 10-12, is focused on how […]

Dennis Chapman Sr, President and Founder of The Chapman Group presents an innovative strategy to engage clients in the creation, documentation, and validation of economic value (Return on Investment, ROI). “Bursting Economic Pressures” focuses on how organizations can overcome challenging economic conditions and higher client expectations by integrating collaborative value-creation into the supplier/client relationship– and […]

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Best Practices for Managing & Coaching a Value-based Selling Team

As a sales leader, you will only be successful managing and coaching the value selling sales team if you integrate the proper best practices and supporting tools available that enable a precise economic impact alignment to prospect / client expectations and needs. Practices and tools that maximize the presentation, documentation, and validation of economic value […]

SAMA University 2012 | Workshop Overview

http://youtu.be/6rhswRWuLBQ

‘Managing the Overall Relationship and Business Outcomes’, a discipline that focuses on the role of a Strategic Account Manager as the overall relationship manager, is a workshop within the certification program series of the Strategic Account Management Association (SAMA) being held during SAMA University West in San Francisco, California, September 10-13, 2012 and at the SAMA Academy in Paris, France, September 24-27, 2012.

‘Managing the Overall Relationship and Business Outcomes’, a discipline that focuses on the role of a strategic account manager as the overall relationship manage, including:

Building team vision and identity
Alignment of account and team goals
Managing and Measuring Relationship Metrics
Business and national/regional culture and impact on teams
Working with the network
Managing the key processes and business outcomes

Watch this overview of the workshop and learn more about SAMA, SAMA Events and becoming a SAMA practitioner on our blog and at the association’s website: www.strategicaccounts.org.

Our Company:

The Chapman Group, founded in 1988, is a consulting firm that solves sales and account management challenges resulting in stronger relationships, increased revenues, and higher margins. We assist clients of all sizes, across a broad spectrum of industries, through the implementation of innovative processes, methodologies, best practices, skills and tools.